by Jim Holden · John Wiley & Sons · tapa blanda · ISBN 9780471327332
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«Power Base Selling: Secrets of an Ivy League Street Fighter» is Jim Holden's sales manual (John Wiley & Sons, paperback, 240 pages, in English).
Jim Holden explains how to integrate commercial strategy with political strategy to win over the customer's «power base»: those who influence or decide the purchase. He provides techniques and a common language for planning sales tactics, warns against desperate endgame moves, and closes with a self-test for readers to evaluate their own approach.
The work originally appeared in 1990; this 1999 edition falls within the business and economics field.
Aimed at salespeople and executives facing complex sales with multiple decision-makers who seek to improve their results.
